Pulse May 2018 - Page 28

MEMBER PERSPECTIVES
BY KELLY HEITZ
RETAIL RocK STARS:
Member strategies for sales success
ales. Why does it cause some employees to be
overwhelmed by anxiety? Success in sales—
whether you’re selling treatments or retail—can be
a challenge for many in the spa industry, but it
doesn’t have to be. Tackling sales, like many
challenges we face, is all about perspective.
There are a few retail rock stars in our midst who have faced
the challenge head-on and consistently come out on top. There
are managers who have found the secret formula to getting
therapists to sell retail with a smile on their faces, who record
their numbers each month with a smile because they have
exceeded even their own expectations, and even ones who
don’t lay awake at night, haunted by the cha-ching of their retail
boutique’s cash register.
Who are these unicorns and what are they doing to ensure
their spa’s sales success? Luckily, ISPA is a place for sharing and
community. It’s a place to lift each other up and help when
problems arise. Rising tides truly do raise all ships and, in this
month’s Member Perspectives, these retail renegades are dishing
the tactics they’ve used to motivate their teams and the
strategies that help close sales.
S
people and can change from day-to-day, but there are usually
one (or two) dominant motivating factors that drives a person.
If you can key into the factors for each of your staff members,
you’ve got a foundation for creating a motivation strategy that
will benefit everyone.
One of the major motivating factors for humans is money—
or the things money can buy (think valuable prizes). That’s not
to say everyone is motivated by the Benjamins, but many
successful sales leaders have found that using some sort of
monetary reward for sales, will light a fire under those who are
reluctant.
“Our spa has a large open retail area and we carry many
lines, so keeping our staff motivated, trained and focused to sell
Finding the Right Motivation
Not only is everyone on a team different, but they also all have
different motivations. Individual motivations vary between
With such a large retail space, Grand Spa in Dallas, Texas, is able to diversify their inventory and create a focused area for retail sales.
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PULSE
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May 2018